South West Training Blog

Articles, tips, guides and blogs around business skills, training, professional courses and development in addition to South West relevant news.

Top Tips to warm up your Cold Calls!

Top Tips to warm up your Cold Calls!
Cold calling is, without doubt, one of the most challenging area of sales for any salesperson. When the task is approached without appropriate cold call selling skills, the deluge of negative responses from prospects can be soul destroying for even the most hardened salesperson. If cold calls are to work, then it’s essential that the salesperson takes note of best practice and considers whether their approach is likely to convert business at the end of the day, or, leave them feeling drained, disengaged and fed up! Let’s look at some top tips for maximising cold calling success:    Be clear about...
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Management or Leadership? What's the Difference?

Management or Leadership? What's the Difference?
A common question asked by newly appointed managers attending our Management and Leadership training courses is, ‘What’s the difference between management and leadership?’. It’s an important question as the difference is not a mere case of pedantics. Although the two concepts work hand in hand, there are important differences between the two terms, which managers need to understand, if they are to appreciate when they should be leading and when they should be managing. Essentially, the difference between leadership and management is that leaders inspire people to follow them, whilst managers have people working for them.  To help describe this further,...
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Essential Cross-Cultural Skills for the Dorset Tourism Industry

Essential Cross-Cultural Skills for the Dorset Tourism Industry
Dorset is beautiful – in fact, it is so beautiful that the tourism industry attracts almost half a million foreign tourists a year and contributes just under £230 million a year to the Dorset economy. The growing attraction of Dorset as a holiday destination is clearly evident in the increasing numbers of cruise ships docking at Portland Port, with Dorset bound tourists doubling from 30,000 to 60,000 from the previous year. With 80% of cruise ships’ passengers choosing to stay in Dorset (and hence contribute to the economy), the Dorset tourist industry has every reason to be excited. To capitalise upon...
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4 Biggest Sales Mistakes that Salespeople Make

4 Biggest Sales Mistakes that Salespeople Make
If you work in a sales environment, then the likelihood is that you have experienced the frustrations of feeling you’ve closed a deal, only to find out that you haven’t. Most salespeople can empathise with the disappointment of investing heart and soul into trying to sell a product or service that is clearly a great fit for the prospect, only to find out that their approach has failed.  So, if you’ve got a great service or product but you’re not selling it as well as you should, then where might you be going wrong? Below, we’ve listed the four sales mistakes that...
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Five Traits of a Successful Sales Person

Five Traits of a Successful Sales Person
Excellent salespeople are like gold dust. Businesses with a detailed understanding of what it takes to do well in sales, use this understanding to build high performing sales teams that consistently win business and drive company success. So what does it take to be a winning salesperson? Below, we have outlined the most important traits: Trait Number 1: Passion From prospecting to closure, passion is an essential driver across all elements of the sales cycle. Passion is emotionally contagious and a salesperson, passionate about the product or service, will, no doubt, pique the interest of their prospect. Likewise, a passionate approach...
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